Due to the current crisis, sales reps are facing a new set of challenges due to the economic uncertainty. A recent LinkedIn survey of more than 500 sales professionals indicates: 51% of customers are experiencing budget cuts. 45% of specific industries they sell into...
FedEx wanted to provide their customers with a quick and easy way to assess their current print and parcel operations, in order to identify potential improvements and guide them to the right FedEx Office solutions. Customers can access the tool from FedEx’s...
With a rugged chassis, global delivery, enterprise services and support, and industry-leading systems management and security solutions, Dell’s Rugged PCs are purpose-built for mission-critical applications. But how do you convince customers that the higher...
In this interview we spoke with the wonderful Tanya Kunze, CEO of SWIFT Coaching, on how to optimize sales performance through self-awareness, neuroscience, seller and customer profiling. One of my favorite take-aways from this interview was Tanya’s insight on why...
The Forrester Wave™ Sales Content Solutions, Q3 2020 report has been released, and it contains some significant findings to help guide your sales enablement transformation. For those who haven’t yet leveraged a Forrester Wave report, these unbiased assessment reports...
As we look past the crisis and ready our sellers for 2021, recognizing that there is no going back to the way things were before could be the secret to your success. After conducting some recent research, Forrester concluded that for now, and for the foreseeable...
How can you help buyers navigate the complex B2B purchase journey? Providing the right content, tools and intelligence is required, to help facilitate the decision making committee of your prospect to reach consensus, and better communicate and quantify business value...
When you need to expand internationally, it can be very difficult to understand the total cost of employees to support that expansion. Safeguard realized how complex this can be, and worked with Mediafly to develop the GEO Calculator, providing executives and leaders...
Modern telecommunication and call center solutions are essential to organizations, especially with work from home through the crisis and flexible work requirements going forward. However the solutions space is competitive, with many different options and providers....
So many sellers still go in and ‘pitch’ we really need to get them to ditch that pitch and tell a story around the value, while also quantifying the value… I was honored to appear on the Future Proof Selling Podcast with Steven Norman to discuss what selling...
Hexagon is a global leader in sensor, software and autonomous solutions, putting data to work to boost efficiency, productivity, and quality across industrial, manufacturing, infrastructure, safety, and mobility applications. Hexagon wanted to provide a way to better...
Earlier this year, B2B sales teams ran into the Mack truck of the pandemic economy. Amidst the adversity, lessons on the digital future of B2B sales are emerging. But how do you sell when budgets are frozen? Checkout our ROI selling discussion with Jon Reed, featured...
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